Every Learning Management System (LMS) salesperson wants to beat their sales goals and increase their sales speed to close more sales. But, as you probably know, this doesn’t just happen. Closing even more sales requires new strategies and out-of-the-box thinking. In this fast, modern world with more accessibility to information than ever before (many thanks to Google), an effective sales strategy relies on how well it lines up with the buyer’s process of purchasing, at the right time, with the best content.
Here are several strategies to help you close even more sales for your Learning Management System company:
Understand your Buyer’s Journey
One of the best ways to increase your close rate is to sell to your leads in the way they want to buy. In order to do that, you need to know where your buyers are in the Buyer’s Journey, and engage them accordingly. The three phases of the buyer’s journey and the perfect technique for each phase are listed below:
Awareness Phase: In this phase, your potential customers are trying to recognize their issues or obstacles they are experiencing. They might have signed up for your newsletter or given their contact information to get free premium content that you offer. Your work at this phase is to connect to these new leads, help them identify their issues, and identify if they are qualified leads. You don’t have a lot of time, so you need to concentrate on leads whose obstacles your Learning Management System company can help solve. Then, frequently engage with these qualified leads and give them information on the issues they are facing using valuable content.
Consideration Phase: Your leads in the Consideration phase have identified their problems and are looking for options. Leads in this phase are not looking for a specific product or service yet. Instead, they are looking at possible remedies and trying to make a decision on which one will work. At this phase, you’re connecting with potential customers that are engaged on their buyer’s journey. They’ve shown this by taking trackable action on online, like opening up a Lead Nurturing Email or downloading premium content on your site. Connect with them to find out their goals, obstacles, and solutions to the issues they have. With the information you get from these conversations, you could provide your potential customers with special access to information they might not be able to find elsewhere online.
Decision Phase: In this phase of the buyer’s journey, your leads have identified the best solutions to their problem. They are looking for specific Learning Management System remedies based on what they have found. This phase is where you can find out their unique challenges and build conversations around how your products or services can help them. Your leads don’t need to find information on the general benefits of your product, since they have already found this information online. Make your strategy individualized, highlighting some factors that your leads might find intriguing and showing exactly how your Learning Management System (LMS) business is better than your competitors.
Complete understanding of your ideal customer’s Buyer’s Journey is critical for creating individualized, customer-centered strategies for your potential customers in a way that will feel unique.
Concentrate on being the solution
Identifying the Buyer’s Journey could help you close in on your different types of buyers. Describing the key distinctions of their common challenges, duties, and objectives are essential to designing exactly how you will communicate your solution to them. This type of buyer account is called a Buyer Persona.
Let’s say your Buyer Persona “Private Practitioner Peter” is thinking about buying a practice management software system. Your persona’s major concerns are probably to save time. Currently, allowing a state Buyer Persona, ‘Private Practitioner Peter’, is considering purchasing a practice management software application. Your persona’s major concerns are probably to conserve time, become more organized, and be more efficient. Therefore, it won’t be important to them how your interface looks or is designed. When you are crafting your sales materials, blogs, or infographics, don’t spend too much time talking about the functionality of the product. Instead, think about your prospect’s issues and how your product could solve them, and created content based on that. Think about marketing from top to bottom, from the customer to the remedy, instead of the other way around.
Create Evergreen Content based on timeless prospect pain points so you can always have useful resources for your key personas. Frequently create blog posts, infographics, and ebooks to develop the trust of your prospects and engage them even more.
Send out lead nurturing emails
You know it’s important to keep your leads engaged, whether they have just given their contact information or have been on your list for a long time. To effectively engage your potential customers, you could send out Lead Nurturing Emails that are personalized for all of your Buyer Personas. These emails provide content, like relevant blog posts or videos, that your potential customers will find helpful. It’s important that you use enticing subject lines that will help you grab the focus and get them to open up the email and click the call-to-action.
Use case studies
No matter how much information you provide, many potential customers will still want proof that you can provide exactly what you say. Case studies are a great way to prove the return on investment (ROI) that your products or services will provide. Demonstrate how your Learning Management System company helped another company in your prospect’s market find the results they were looking for. As soon as you win in your potential customer’s mind, the sale will be a piece of cake.
Don’t change your premium pricing
Most leads aren’t concerned about the cost of your product or service. They are more worried about the value you offer and the end results you will help them achieve. If you decide to lower your costs, leads might stop taking you seriously. Keeping your costs the same will show that your Learning Management System services are worth it. This is especially important when you are marketing premium solutions that include a substantial financial investment from your prospect.
Meet decision-makers in person
You’ve learned a lot about leveraging content, strategically emailing, and calling as a means of effectively marketing and selling to potential customers. In addition to these tactics, make sure to set up a time to meet the prospect face-to-face to develop a personal connection with them and raise the chances of closing the sale. If you have to drive, catch a train, or take a bus, do whatever it takes to meet the decision-maker.
The huge takeaway
For the longest time, salespeople were the only source of information for potential customers as they made their buying decisions. Now, there isn’t a single piece of info that can’t be found online. This is where the Inbound Sales Methodology comes in handy. As we’ve detailed above, an Inbound sales rep not only offers details concerning the needs of a lead, but also connects with them and engages on a personal level.
This is a big undertaking to handle alone. We at Responsify work with Learning Management System (LMS) sales and business development pros to offer strategy, support, and assistance in carrying out these tasks. By collaborating, we help marketing and salespeople strategically bring in brand-new site visitors, convert them to qualified leads, and then happy consumers.
We’ve helped many sales pros integrate Inbound right into their existing elaborate sales procedures. Do not hesitate to book your totally-free strategy session to help you examine your sales methods and gain insight on how to make them even better.